I can see them now – Christoph and Jed – sitting with a Chief Marketing Officer to make a passionate pitch for a sweeping, brand-oriented advertising campaign.

Human factors motivate decisions, they’d argue. Business leaders trust their gut, they would assert. Strong reputation and culture wins, they would conclude.

What is the source of such bold claims?

It’s a recently published paper entitled “Only Human: the Emotional Logic of Business Decisions” that summarizes the findings of a survey of more than 700 senior level professionals.

Christoph Becker, Gyro. (Source: Adweek)

Christoph and Jed are the two primary architects of the study. Christoph Becker is the CEO of business-to-business advertising agency Gyro and Jed Hartman is a group publisher at Time Fortune Money.

Of course, in their respective roles it is understandable why Christoph and Jed desire a credible and compelling data set that espouses the value and ROI of brand advertising. Keep this in mind as you review an executive summary of the research, which is available for download at this link.

I’m in-step with Gyro and Time Fortune Money on the importance of brand creation and awareness building. I have two decades invested in the notion that people buy from, partner with and work for companies they know and trust.

However, I also believe in today’s environment prioritizing brand-oriented communications programs (i.e. advertising, public relations, sponsorships, etc.) over more tactical, lead creation and nurturing initiatives is dated, flawed and foolish.

That’s because most companies rarely reach the point of sale, when brand, reputation and culture helps drive the decision. Breakdown any B2B sales pipeline and you will most likely find the rough spots at the top of the funnel and in the nurturing process.

These trouble areas grow more pronounced with each passing quarter due to the continued rise of the enlightened buyer. Corporate executives have grabbed ownership of the sales cycle, engaging with suppliers and vendors on their terms.

The free-wheeling, golf playing, smile and dial sales rep is as dusty as the DVD player buried in your closet. A defined, disciplined and measurable process is the path to success today, which is why CRM platforms from Salesforce, Microsoft and Oracle are a stable in nearly every sales organization.

Smart marketers have mimicked their counterparts in sales and sought a comparable level of accountability for dollars and time spent. This ignited the adoption of marketing automation packages from providers liked Marketo, Eloqua, Pardot, eTrigue and others.

So…yes…heed the counsel of Christoph and Jed, and maintain the brand. As their study reveals, reputation continues to influence the buy decision.

Let’s just recognize the investment is marginalized. It is the more data-driven and tactical sales pipeline development activities that should consume the majority of your time, attention and budget.

Many marketers are intimidated by the comprehensive features and functionality built into automation platforms from Oracle Eloqua, Marketo, Pardot, Hubspot, ExactTarget and others.

It’s understandable, right? Communications professionals have historically trained and matured in a creative environment. So, the requirement to utilize technology to segment, target, collect, analyze and interpret prospect interactions is daunting — even when it is in the cloud.

The uncomfortable secret of marketing automation is that most companies use a fraction of a platform’s capabilities. These elegant (and expensive) systems are often relegated to the status of glorified Email distribution.

That’s why I invited Jim Meyer and Pierre Moynier of eTrigue to visit with the Strategic Communications Group (Strategic) team as part of our professional development program. Full disclosure, eTrigue is one of our partners and we use their DemandCenter solution to power our own marketing and sales activities.

In an informative hour long presentation and Q&A, Jim and Pierre talked us through the more advanced applications of marketing automation that we can put into play on behalf of our clients.

Perhaps most insightful was their segmentation of these applications into four types of campaigns, including:

1. Form Response: how to effectively engage with a prospect after they have registered for and downloaded a piece of premium content, such as a white paper, analyst report or presentation.

2. Drip Marketing: meaningful contact with prospects on a consistent basis, identifying activity and engagement that contributes to lead scoring.

3. Nurturing: outreach influenced by a prospect taking an action, which may include registering for a Webinar, visiting a Web site and/or downloading collateral.

4. Sales Acceleration: often executed in conjunction with one or more other campaigns, this is about motivating a prospect to take a specific action that propels them forward in the sales cycle.

For me, thinking about the use of marketing automation in the context of campaigns provides structure. This makes the adoption of features like dynamic progressive forms and persona creation understandable and, perhaps most important, more easily put into action.

For the past few weeks I have been watching Cosmos: A Spacetime Odyssey, a wonderfully educational and entertaining show produced by Fox TV and National Geographic.

My favorite episode discusses the evolution of life on Earth, the forces of natural selection and the “big five” mass extinction events. This served as a reminder that change can occur slowly over generations, or rapidly through a dramatic shift in environment or the impact of the unexpected.

Regardless of how it happens and its speed, sustained viability and prosperity requires the ability to adapt. It’s as true for businesses as it is for species.

-Jill Rowley is a successful sales rep at Eloqua who employs social media and digital communications to identify and nurture prospects

-Oracle hires Jill to educate their enterprise sales team on the practice of social selling, recognizing that customer needs and how they make purchase decisions continue to evolve

-Jill employs her honest and open brand of communication with external and internal audiences at Oracle

-Oracle’s management gets uncomfortable with change

-Oracle fires Jill

Jill’s change agent adventure in a corporate environment was sadly predictable. Unfortunately, it is something I have experienced on multiple occasions during Strategic Communications Group’s (Strategic) six-year shift from PR shop to provider of integrated content marketing and sales enablement programs.

I often refer to the achievement of sales metrics – such as lead generation, prospect nurturing and deal capture – as the “last mile of content marketing.” It’s a painful irony that what companies crave most from their marketing spend (a measurable ROI) is the most difficult to achieve because of their own unwillingness to accept change.

So…here you go…three things the person(s) who champions an innovative content marketing and sales enablement initiative must have and be willing to exercise:

1. Understand what is required of you and your organization to be successful.

2. Get buy-in from internal stakeholders who hold the budget and have the ability to provide (and enforce) direction to sales reps, marketers, subject matter experts, etc.

3. Measure outcomes without the fear of tactical failures derailing the program.

It happened to me last year at industry conferences in San Francisco, Boston, Orlando and Vancouver. I stepped off stage after a presentation and audience members asked where they can buy my book.

“I don’t have a book,” I’d say. To which they would respond, “Maybe you should.”

I’m thrilled to share that my first ever professional text is now available. The book is entitled The Intersection Point: Where Content, Sales and Social Collide and it’s available for download at no cost at this link. You don’t even need to register to receive the book as a PDF.

The Intersection Point is an easy and informative read about how companies create engaging, thought leadership content, and then put it to work to support tactical sales activities. I’ve also included exclusive interviews with a few of the most respected corporate marketers and consultants in the industry.

Take a read…let me know what you think.

Video of my keynote address at the Inbound Marketing Summit in Boston in October 2013 – Be Heard in a Crowd: How the Right Content and Social Strategy Will Drive Sales.

Although the enlightened buyer can remain elusive and immune from traditional marketing approaches, at some point in the sales cycle they reveal themselves to an organization by expressing interest. They visit a blog site. They download a white paper. Or they attend a Webinar.

From there, it becomes paramount for marketers and sales reps to cultivate and nurture the prospect relationship. That’s because in business-to-business and public sector sales there is typically a lengthy time gap between lead identification and close.

Marketers are armed with a myriad of high impact tools to facilitate the lead nurturing process. For instance, marketing automation solutions from vendors like Oracle Eloqua, Marketo, eTrigue, Hubspot, Pardot and Silverpop offer content distribution, analytics and scoring functionality.

Yet, buyers ultimately do business with companies…or should I more accurately write “people”…they know and trust. Yes, it remains a relationship sell.

I was reminded of the impact of the relationship when I spent a few hours today at the Satellite 2014 conference in Washington, DC.

A niche conference that attracts about 10,000 executives in the satellite communications and technology industry, nearly every booth, breakout room and meeting place in the exhibit hall was occupied with customers, prospects, vendors and partners talking business.

Here are a couple of photos from the show.

Strategic Communications Group client Intelsat featured a broad portfolio of video-based solutions at its booth.

Although I am not sure what they do, this company has a wicked cool name.